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THE INDUSTRY’S DIGITAL LEADER

TREND TO STANDARD PRACTICE

Bob Franz and Kim Bunce accept the Best of Marin Award on behalf of the employee owners of California’s Fairfax Lumber & Hardware.

ALSO INSIDE

NHS Concept to Commerce Recap

NEW Product Reviews

Regional Business Reports

A STORY ABOUT COMMITTING TO GROWTH

My dad was an electrician when our family bought Caldwell Hardware in 1979. At the time, it was just an 800-square-foot store, and he saw it as a way to support his electrical business while also serving the community I was just 10 years old then but I grew up in the aisles. Dad continued wiring houses while my mom ran the store, learning the business and building relationships in the community

As Hot Springs expanded, we worked hard to expand with it. I took on more responsibility as a teenager, and over the years we’ve continually looked for ways to better serve our customers whether retirees moving into the area, weekend DIYers or contractors who depend on us. Today, Caldwell Hardware is about 22,000 square feet Recently, we added 6,500 square feet, completed major resets and invested in modernizing the operation. Those efforts have resulted in double-digit sales growth and renewed energy throughout the business

Our long-standing relationship with Orgill has played a meaningful role in that success Since the early 1980s, they’ve provided not just products, but tools to help us grow. Smart Start assortments allow us to fine-tune categories for our market. Their competitive pricing helps us maintain our margins The FanBuilder loyalty program helps us connect with customers in new ways And having a dedicated sales partner who understands our business gives us clarity and confidence.

With that foundation and partners who share our commitment we’re well positioned to keep building on 40+ years of steady growth.

Phillip Taylor Owner | Caldwell Hardware | Hot Springs, Arkansas

SPECIALSECTION SUSTAINABILITY

In April, Fairfax Lumber & Hardware brought its Fairfax Green approach to life with a hands-on composting demonstration led by local resident Jeremy Knudsen, showing how natural soil building practices support healthier gardens and more-sustainable growing.

Sustainability is now embedded in everyday assortments, with demand driven by efficiency, durability and the realities of an aging housing stock.

How Fairfax Lumber & Hardware, a longtime retailer in Northern California, has built a sustainability-themed program into everyday operations.

conscious

Sales have dipped even as longterm demand continues to build around soil health and sustainable growing.

ADVERTISERS INDEX

TSHELF LIFE In the Flow of Sustainability

he idea of sustainability can feel like a moving target, shaped by trends, terminology and shifting expectations. At Fairfax Lumber & Hardware in Fairfax, Calif., sustainability is baked into the company’s being. Sustainability crops up in its everyday product selection, pricing decisions and conversations with customers.

Nearly 20 years ago, the company introduced its Fairfax Green program with a focus on energy efficiency, resource conservation and indoor air quality. Over time, that program has settled in to become a big part of the company’s everyday identity. It guides how the store evaluates products, trains staff and builds assortments across categories. The result is a model that reflects how customers shop and how building science has evolved, with environmentally focused products presented as practical, competitive options alongside the rest of the mix. Take a look at Fairfax’s evolution in “ From Niche to Normal .”

That idea—serving customers by aligning with how they actually live and work—runs through several stories in this issue.

By Doug Donaldson

At the recent NHS Concept to Commerce, the format continued to evolve with a focus on helping products move from idea to shelf with greater clarity and speed. A report from Stefanie Couch, “ The Private Label Play,” explores how the experience has shifted to better support inventors and retailers, with an emphasis on real-world viability and execution. It’s the same underlying principle that forms the foundation of Fairfax Lumber & Hardware: Meet the moment, serve the customer and make the path forward easier to navigate.

That balance between consistency and adaptation also shows up in our Q&A with Chris Smahlik of Ettore Products Company, “ Consistency Builds Customers .”

Ettore’s foundation in professional window cleaning continues to shape how it approaches product development, with performance rooted in realworld use. At the same time, the company is paying attention to where the cleaning category is heading, including opportunities tied to emerging applications such as solar panel maintenance. The approach reflects a steady line

INNOVATION REQUIRES ACTION

ANYTHING ELSE IS NOISE

Hype RESULTS

Mandates MENUS

Salespeople GROWTH PARTNERS

Someday TODAY

SHELF LIFE

from past to present, with quality and reliability guiding each step forward.

Elsewhere in the issue, our How’s Business? section offers a snapshot of the challenges and adjustments shaping the independent channel. Retailers share how tariffs, cost pressures and shifting demand are influencing product mix, sourcing decisions and dayto-day operations. Those perspectives highlight the practical realities behind the numbers and the decisions being made at the store level.

Together, these stories point to a consistent theme. Whether we’re

discussing a decades-long program like Fairfax Green, an evolving product launch platform or a manufacturer refining its focus, the common thread is a willingness to adapt in ways that serve customers and strengthen the business. The details vary by market, category and company, but the intent remains the same: Understand what matters, respond with purpose and carry that forward into the next decision. And all that makes the independent channel (maybe you guessed it because of this issue’s special section) sustainable. n

butAmazing TRUE HARDWARE STORIES

Every holiday season, someone comes in asking for a “male-to- male adapter.” So the store final- ly leaned into it—we mocked up a fake picture of one and keep it handy. When a customer asks, we show it and say, “Sure . . . but would you touch this?” That’s usually when it clicks, followed by a laugh—and a quick lesson in what not to plug in.

Shawn Drillen

Drillen Ace Hardware

Lewiston, Maine

Idecided to have a little fun and ran a “Grumpy Old Man Sale”—even ran an ad in the paper showing an old guy and a cane looking as grumpy as possible. It got people talking right away. One older woman came in, looked around the store and said, “I’m not seeing any grumpy old men in here . . . not yet.” But I knew I pretty much fit the bill. The sale brought in plenty of customers who appreciated the joke as much as the deals.

Tom Shank

Plymouth Do it Best Hardware

Plymouth, Ohio

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the NHS Concept to Commerce, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this past year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

Bowling’s Feed and Hardware, Catlettsburg, KY—1924

Braun Building Center, Manitowoc, WI—1905

Carl Eliason & Company Lumber & Hardware, Sayner, WI—1924

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

Guy C. Lee Building Materials, Smithfield, NC—1924

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

Hunter’s Hardware, Berkley Spring, WV—1870

H&W Hardware, New York, NY—1924

ShopTalk

HARDWARE PRODUCTS REVIEW

OATEY’S FIX-IT FLANGE REPAIR RING ®

Let’s face it: No one likes toilet repairs, but it’s one of those problems that can’t sit for long. Seeing water leaking from the base of a toilet immediately creates anxiety, especially when you don’t know what you’ll find once you pull the toilet. A broken flange used to mean a guaranteed plumbing bill, but the Oatey Fix-It Repair Ring solves that.

By Craig Cope

The reality is most flange failures aren’t catastrophic; they’re worn, cracked or rusted just enough to prevent a proper seal. Traditionally, that meant cutting into the floor, replacing the flange and dealing with a time-consuming repair that most homeowners aren’t equipped to handle. The Fix-It Repair Ring takes a more practical approach. It’s designed to reinforce and stabilize an existing flange rather than replace it entirely.

Constructed from stainless steel, the ring is built to last and resist corrosion,

which is critical in a moisture-prone environment like a bathroom floor. The design allows it to sit over the existing flange, bridging broken sections and providing a solid mounting surface for the toilet bolts. It’s a straightforward concept, but one that addresses a very common and frustrating problem.

Installation is where this product earns its keep. There’s no need for specialized tools or major demolition. After removing the toilet, the ring is positioned over the damaged flange and secured into the subfloor using screws, regardless of the flooring type. Once in place, it creates a stable base for resetting the toilet with a new wax ring. For

a seasoned DIYer or even a first-timer willing to follow basic instructions, it’s a manageable project that can be completed in a single afternoon. Click here to view a brief company video.

From a retailer’s perspective, this is exactly the kind of product that belongs in a visible, problem-solving display. It pairs naturally with wax rings, closet bolts and other toilet repair essentials, making it an easy add-on sale. More importantly, it’s the type of product that turns a stressful repair into a simple solution. Our tester was a general handyman familiar with the product. He stressed that these solutions allow him to offer additional services to

customers who would otherwise call a traditional plumber.

There’s nothing glamorous about toilet repairs, but there’s real value in products that simplify them. The Oatey Fix-It Repair Ring doesn’t reinvent plumbing—it just makes a tough job easier, faster and more accessible. In this category, that’s exactly what customers are looking for.

PRODUCT #2 FROGTAPE ADVANCED

MULTI-SURFACE PAINTER’S TAPE

When it comes to paint prep, there is no shortage of options on the shelf, but most fall into two camps. They either stick too aggressively and create problems upon removal, or they fail to seal well enough and leave behind frustrating paint bleed. The FrogTape Advanced Multi-Surface Painter’s Tape features PaintBlock Technology designed to seal tape edges and help prevent paint bleed for clean lines.

At the core of the product is PaintBlock Technology, designed to seal the tape’s edges and prevent paint bleed, resulting in clean, sharp lines. That is not new for the FrogTape brand, but what stands out here is the execution, with a premium washi paper backing. Unlike traditional crepe paper tapes, this thinner yet stronger material conforms easily to curves and uneven surfaces without tearing, which professionals and serious DIYers will appreciate when working around trim, baseboards or detailed edges.

Strength is another key upgrade. The Advanced version is engineered

to be two times stronger than standard crepe painter’s tape, which translates directly into better shred resistance during removal. Anyone who has dealt with tape breaking apart mid-peel knows how much time that can add to a job. Here, the combination of durability and controlled adhesion helps eliminate that problem while still maintaining clean removal.

Adhesion itself sits in the medium range, which is exactly where most retailers want it. It is versatile enough for common surfaces like cured painted walls, wood trim, glass and metal, without being overly aggressive. The solvent-free adhesive bonds quickly, allowing users to paint immediately after application with no waiting around, which is a practical benefit on both small jobs and larger projects.

One of the more overlooked features is the inclusion of Nano Technology for

UV resistance. The tape offers up to 28 days of clean indoor removal and can withstand up to seven days of direct sunlight outdoors. That kind of flexibility reduces callbacks and complaints, especially for customers tackling multiday or exterior projects. Click here to watch a Pro testimonial. We supplied a professional paint crew with our samples, and their feedback aligned with the testimonial.

From a retail perspective, this is a strong trade-up opportunity. FrogTape already carries solid brand recognition, and the Advanced positioning gives stores a clear upsell from standard painter’s tape. It fits well in a good,

better, best merchandising strategy, particularly alongside premium brushes and paints. The unique plastic packaging also adds value at the shelf level by protecting the tape from damage and making it easier for customers to handle and store, which can enhance both presentation and perceived quality.

Bottom line: This is not a gimmick upgrade. It addresses real-world frustrations such as bleed-through, tearing and difficult removal while maintaining the ease of use customers expect. For independent hardware retailers, it’s an easy add that should drive both margins and customer satisfaction.

PRODUCT #3

2GO KEY ORGANIZER

At first glance, a key holder does not seem like a product that warrants much attention. But the reality is, disorganization around something as simple as keys creates daily friction, lost time, unnecessary bulk and constant noise. The 2GO Key Organizer takes a straightforward problem and solves it in a practical, well-executed way.

The core benefit is simple: It consolidates loose keys into a compact, silent and pocket-friendly format. Anyone who has carried a traditional keychain knows the annoyance of jangling keys or sharp edges digging into your leg. This design eliminates both. For professionals like handymen or maintenance crews managing multiple properties, that alone is a meaningful upgrade. Keys stay organized, accessible and out of the way.

Where the product goes a step further is in its built-in functionality. The integrated wrench and flathead screwdriver will not replace dedicated tools, but that’s not the point. These are the types of tools you need in a pinch, tightening a loose screw, making a quick adjustment, without having to run back to the truck. For property managers or real estate agents moving between

locations, that added utility makes the organizer more than just storage; it becomes a small problem solver.

Durability is also handled well. The rugged industrial design holds up to job site use while maintaining a clean look that fits in a professional setting. The inclusion of a dedicated attachment point for larger items, such as car fobs, is another practical touch that prevents overloading the main body.

From a retail standpoint, this is an easy add-on item with broad appeal. It crosses multiple customer types, DIYers, tradespeople and even everyday users looking to simplify their pockets. It is not a complicated product, but it does exactly what it should, and it does it well. n

Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry. The Beacon Awards are held annually at Independent Home Improvement Conference and are presented by Hardware Connection magazine. The IHI Conference will be held July 28-30, 2026 in Orlando, FL. For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2026 IHI Conference, visit www.ihiconference.org . Sponsors:

How’s Business?

EAST

How are sales and customer counts

so far this year? Flat. About even with last year. Mainly because of weather, but I figure in this economy, flat is good. The cost of living and cost of housing have been a problem for us in Maine. Tariffs have had an effect.

What’s unique about your business? We’re a small familyowned business that has been around since 1981. We cater to our customers and tailor our mix to their needs.

Best niches? We’re strongest with our services. We fix lamps, for example. We’re also the go-to local place for fasteners. Lawn-and-garden is pretty strong as well.

Any surprise best-selling products? The Ego brand has exceeded our expectations. We brought it in through Ace in 2020. Ace has a tie-in with Ego, and it’s been an easy way to get into the power equipment category without having a full-service department.

Any plans for the rest of 2026? We’re trying to refine our product mix.

Above: Drillen Ace Hardware has locations in Lewiston and South Portland, Maine, and is a family-owned store known for its service focus, including lamp repair and a strong fastener assortment.

Right: Shawn Drillen, owner of Drillen Ace in Lewiston, says sales for now are holding steady year over year, with growth tempered by weather, tariffs and ongoing cost-of-living pressures.

For example, last year we sold Durant shovels made in Canada, but because of tariffs, we weren’t able to buy those. The other brands we’ve brought in have been a disappointment. So we’re on the lookout for new vendors.

Shawn Drillen

Drillen Ace Hardware

Lewiston, Maine

HOW’S BUSINESS?

CENTRAL

How are sales and customer counts so far this year? Flat. We’re a little bit off, but not a lot. We’ve been here 35 years, and we’re an old store inside and out. We have dated fixtures and we’ve found most people don’t care what it looks like. We only have one industry in town, and weather always affects business.

What’s unique about your business? That we’re still here. We’re in north-central Ohio, halfway between Columbus and Cleveland. I used to get stacks of postcards about nearby hardware stores that were for sale. Now, not so much. They’re gone. Had a customer from the adjoining county come in and say that the residents here don’t know how lucky they are to have a hardware store in town.

Plymouth Do it Best Hardware has served its north-central Ohio community for 35 years with specialty services such as chainsaw sharpening.

Best niches? One thing that seems to stand out is that I sharpen saw chains. People bring 12, eight saws at a time. I get lots of repeat business and lots of people give referrals to get their saws sharpened here. I get so many that I can’t offer next-day service.

Any plans for the rest of 2026? My wife and I just turned 74 years old, and we’ve had the store for 35 years. In the past 15 years, we left town only to see our grandson for three days. We are looking to sell the store, and it looks like a local couple are interested.

Tom Shank

Plymouth Do it Best Hardware Plymouth, Ohio

SOUTH

How are sales and customer counts so far this year? Compared to last year, we’re up overall 20 percent in sales and 8 to 10 percent in customer count. That’s primarily because last year’s Q1 was so bad because of weather. It’s easier to be up, and we’ve had really good weather so far this year. I also hope that some of it is attributed to our tweaks to marketing. We’re doing more digital ads.

What’s unique about your business? We operate five stores, and

Nabors Home Center’s Houston, Miss., location reflects a five-store operation tailored to local markets, combining a full lumberyard and contractor-focused assortment with categories such as rental, bulk materials and a garden center.

HOW’S BUSINESS?

Nabors Home Center’s investment in a full Milwaukee display at its Houston, Miss., location has paid off, driving strong sales and expanding the brand across all five Nabors stores.

each market is a little different. They’re all in small towns, but a couple have seen strong building activity, and one market is beginning to see new industry come in that should drive future growth. While we operate as one company, each location has its own strengths—what works at one store doesn’t always translate to another. For example, our Houston, Miss., store

leans heavily into garden center, rental and bulk materials like gravel, sand and rock with delivery services, while our Amory, Miss., location is more hardware-focused, with very little paint. Our Eupora, Miss., store emphasizes the garden center, does not offer rental and is highly contractor-focused.

Best niches? Appliances are a strength at one location. Overall, we focus on serving contractors as a full home center, offering a complete lumberyard and hardware store.

Any recent surprise bestsellers? About a year ago, we invested heavily in Milwaukee in our Houston location. Going all-in with Milwaukee has been very beneficial for us and we’ve expanded to all our stores.

Any plans for the rest of 2026?

Right now, we’re in middle of merchandising a new store. We’re building about 10,000 square feet of retail and a full lumberyard that we’re looking to open by the end of May.

Brennan Pugh

Nabors Home Center Houston, Miss.

WEST

How are sales and customer counts so far this year? Both sales and customer counts have been very good. A big part of that has been really good customer service and good

relations with Stihl. There is a Home Depot nearby; that will be competition.

What’s unique about your business? The way we interact with customers on a daily basis. We have training every day for people who have room to grow in providing customer service. We have sections within the store staffed with associates who are more knowledgeable about that area. One knows a lot about paint finishes and brands. Another is a former handyman who works in the hardware department. Best niches? Stihl outdoor power equipment has been big business for us— everyone from pros to homeowners seek us out because we carry that brand.

Top: Hometown Ace Hardware builds its business on daily customer service training and department-level expertise, creating a knowledgeable in-store experience.

Any plans for the rest of 2026? We’re always looking for new products and ways to help customers.

David Marcus

Hometown Ace Hardware Buckeye, Ariz.

Above: Stihl outdoor power equipment is a key draw at Hometown Ace Hardware, where strong customer service and product knowledge bring in professional and DIY customers.

Q&A: THOUGHT LEADERSHIP

CONSISTENCY BUILDS

CUSTOMERS

Nearly 90 years after Ettore Products Company helped define the modern squeegee, the company’s direction remains closely tied to the principles that built it. Under the leadership of president Chris Smahlik, that connection to legacy is focused less on nostalgia and more on continuity of product design,

relationships and purpose within the cleaning category.

Smahlik points to Ettore’s origins in professional window cleaning as a

Above: Smahlik (second from right) meets with Ettore team members to reinforce the company’s focus on consistent product performance, ensuring that every tool meets the same standard across professional and DIY use.

Chris Smahlik, president of Ettore Products Company, carries forward the company’s pro-driven design philosophy, emphasizing tools built from real-world use and a consistent approach that connects professional performance with today’s retail environment.

ETTORE PRESIDENT CHRIS SMAHLIK EXPLAINS WHY RELIABLE PRODUCT PERFORMANCE AND COHESIVE ASSORTMENTS ARE KEY TO HELPING INDEPENDENT RETAILERS BUILD LOYALTY IN THE CLEANING CATEGORY.

constant guide. The company’s earliest tools were shaped by real-world use, and that same feedback continues to influence product development today. “Listening to the window cleaner is still a priority,” he tells Hardware Connection in this exclusive interview. This philosophy, he adds, carries through whether the customer is a professional contractor or a DIY homeowner tackling a weekend project.

As Ettore expanded into retail in the early 1980s, the challenge shifted to adapting those professional-grade tools for a broader audience without sacrificing performance. That balance remains central to the brand’s identity. Today, Ettore operates across independent dealers and large retail accounts, supporting each with a mix of education, merchandising flexibility and product consistency. The result

Q&A: THOUGHT LEADERSHIP

is a company that continues to evolve with the market while maintaining a clear throughline from its origins to its current role in the channel.

Here, Smahlik shares his insights about Ettore, independent retail and emerging trends in the cleaning category.

Hardware Connection: Ettore has a long history in professional cleaning tools. What parts of that legacy still directly influence how you design and position products today?

Chris Smahlik: As a 90-year-old American manufacturing company, we have had to adapt to the changing business environment. Our core beliefs [are those of] a family-owned business. We’ve helped build an industry, so legacy is everything to Ettore. That not only influences our products, but also the way we treat all our business partners. From customers to distributors, manufacturing partners and our loyal employees, we treat them all like part of the legacy. [Company founder Ettore Steccone] was a window cleaner; that’s why his design worked: It was based on real-world use. Listening to the window cleaner is still a priority today.

As a family-rooted brand that built its reputation with professionals, how do you balance

honoring that heritage while adapting to modern retail and merchandising expectations?

We started our foray into retail around 1983-84. For the first 45 years, we strictly made tools for the professionals. There was no question that we wouldn’t compromise quality while expanding our customer base. Changing a tool that worked was never in our mind. Now, after being involved in retail for 45 years, we realize the nuances between retail and professional. Making a product that bridges that gap took time to perfect. We realized that homeowners were going to use our tools and then put them away for a period of time. When they went back to use them again, they needed to work like they were new. We made tweaks, but no matter what products we sell, they must live up to the quality of Ettore.

Independent hardware store owners often differentiate through product knowledge and assortments tailored to their customer base. How does Ettore support those retailers in telling the product story at the store level? And how does dealing with the independent channel differ from big-box retail?

Without the independent dealers, Ettore would never have had the opportunity to enter the retail market. So our roots with them helped shape the way we view the market. We knew that,

initially, education would be key. Most people’s idea of a squeegee was what they encountered at the gas station. We had to change that perspective. To do so we had to make sure physical displays were available with literature that instructed how to window clean and, foremost, excellent customer service. Real people answering real questions and providing help any way they can.

Chris Smahlik with his father, Peter Smahlik, in front of a portrait of founder Ettore Steccone, reflecting the family leadership that has carried the company forward through generations, including Diane Steccone Smahlik, who helped shape its direction.

With the birth of the internet and social media, the digital world allows you to have more resources readily

Q&A: THOUGHT LEADERSHIP

available whenever the customer wants them. We have a YouTube channel and online marketing material available to dealers and the public, helping educate and support the window cleaning segment. Independent dealers gave us more freedom to tailor the displays to their customer base. Big-box is great—it allows you to get your branded tools in front of a lot of people with consistency—but having the ability to open up your catalog and create a display that works for the dealer makes forming partnerships easier. Having both channels gives us the opportunity to reach the DIYer.

Where are you seeing the most meaningful growth in the cleaning tools category, and what trends are driving it across professional and DIY segments?

Ettore supports the professional cleaning community through hands-on product demonstrations and window cleaning competitions, reinforcing its focus on real-world performance and ongoing connection with the pros who use its tools every day.

It amazes me how many squeegees we make a year. With that said, our growth is pretty linear. The pro market is strong; that’s where we built our name. The DIY retail market is ever-changing. We have had steady growth. Covid threw some adversely high numbers into the mix, but we’re seeing that come back down in the last couple of years. Still, DIY seems to be steady. People are realizing that, like everything else, if you have the right tools you can do the job yourself. Professional window

cleaning is an art, but the average person can do a good job with a little practice.

The only other specialty segment we do is pure water. Pure water cleaning allows people to clean whatever—vehicles, windows, buildings—without the necessity of drying. It leaves a spot-free rinse and allows for faster cleaning. We make machines that produce the water and water-fed carbon fiber poles, with brushes, that distribute and clean up to 65 square feet. It’s a small market, but services a major problem. Hardto-clean buildings and solar panels are just a couple of the areas that pure water serves as a solution. We haven’t tapped the retail market with ours yet, but there are other manufacturers that have similar items geared toward auto washing in the market.

Founded nearly 90 years ago by a professional window cleaner who helped pioneer the modern squeegee, Ettore continues to build tools designed from realworld use and made to perform the same over time.

Drawing on Ettore’s long view of the market, what’s your bold prediction for how independent hardware store owners will need to think differently about the cleaning category in the next two years?

In the future, dealers will need to make sure that their offerings are a complete program. A lot of what you see now is piecemealed together with no continuity. Having tools that were designed to work together and guaranteed to work will help not only the dealer but their customer base. Consistency helps build a loyal customer. n

INDUSTRY INSIGHTS

By Stefanie Couch

THE PRIVATE LABEL PLAY

FROM INVENTOR BOOTHS TO ESTABLISHED VENDORS, NHS CONCEPT TO COMMERCE OFFERED INDEPENDENT HARDWARE STORE OWNERS AN EASY PATH TO SOURCE AND BRAND PRODUCTS FOR THEIR STORES.

NHSConcept to Commerce this spring drew vendors from around the world, and buyers to match. Representatives from Do it Best, Orgill, True Value, Lowe’s and more walked the floor alongside independent home improvement dealers, all looking for the next product worth putting on shelves. That’s the opportunity in front of every inventor and emerging brand in this industry: Be unmistakable. That’s the lesson from this year’s show, held March 31 to April 2 at the Las Vegas

NHS Concept to Commerce brings together a global mix of exhibitors and buyers, spotlighting new products and creating direct paths from idea to retail shelves.

Convention Center. Buyers were here. Shelf space is available. Technology is accessible. But none of that matters if nobody can find you, recognize you or remember you—and that’s where private-label products help. With such offerings, home improvement retailers can show up as often as possible where their customers and buyers are already looking. The market does not reward the best-kept secret. It rewards those who refuse to be one.

PINK HAT HOT TAKE:

Most retailers still think about private label as a way to save money. That’s the wrong frame entirely. Private label is a brand strategy. The stores that figure that out first are the ones that become impossible to replace.

HOW RETAILERS WIN WITH PRIVATE LABELS

During an NHS Concept to Commerce workshop, Cody Goeppner, the North American Hardware and Paint Association’s director of education and training, laid it out clearly in his session “Private Label as a Weapon.” He drew on his time running retail at Bleyhl Co-op, a rural farm-and-ranch co-op in Washington’s Yakima Valley. Private label wasn’t about undercutting a national brand on price. It was how Bleyhl planted its flag. Products with the Bleyhl name told the community

NHS Concept to Commerce had 600 exhibitors, 50 percent of them new, who filled the aisles with retail-ready products across hardware, outdoor living, lighting, tools and home, with vendors from more than 60 countries.

something the national brands never could: This is ours. We stand behind it. We chose it for you. That is brand. Brand is what keeps a customer from driving past you to get somewhere else.

The data reinforce it. The retailers winning with private label aren’t the ones racing to the bottom. They’re the ones who figured out that your name on a product is a relationship, not just a SKU. Supplier selection, margin modeling, speed to market, all of it matters. But none of it matters if you don’t know what story you’re trying to tell.

Lowe’s made this point in its own way. The message from its team was direct: The stronger the brand and marketing behind a product, the better it performs on Lowe’s shelves and online. They’re not just buying products. They’re buying into the story behind them.

INDUSTRY INSIGHTS

PINK HAT HOT TAKE: If you’re an inventor or an emerging brand and you don’t have a brand strategy, you don’t have a retail strategy. Lowe’s is telling you directly. The product is not enough. The brand is what gets you in the door and keeps you there.

WOMEN LEADERS ON BUILDING A BRAND THAT STICKS

The difference between a good idea and a real business is visibility—being seen, recognized and remembered by people who matter. The women’s panel during NHS Concept to Commerce drove home that point from an entirely different direction. I moderated a conversation among Gina Schaefer (founder, A Few Cool Hardware Stores), NataLee Callahan (inventor, Aleah power tools), Sarah Lee (VP of purchasing, Blish-Mize) and Brookelyn McClellan (fourth-generation retailer, Hardware Sales, and 2025 NHPA Young Retailer of the Year). Four women with four different industry seats. Every one of them built something recognizable because they committed to a point of view.

Brookelyn is co-branding craft beer with local breweries and building Altamax, Hardware Sales’ privatelabel brand. NataLee got tired of tools designed for men or dressed up in pink and built her own. Gina built a $55 million business and sold it to her own employees because the brand was

HOW WOMEN RISE AWARDS PRESENTED DURING NHS CONCEPT TO COMMERCE

How Women Rise at NHS Concept to Commerce is a dedicated initiative, often in partnership with Build Women, designed to empower female leaders in hardware through dedicated panels, networking and keynote addresses, including “The Power of Building Your Personal Brand.” Recipients include:

Lifetime Achievement Award: Gina Schaefer, cofounder, A Few Cool Hardware Stores— Acehardwaredc.com, author of Recovery Hardware

Community Impact Award: Darla Claypool, senior director of Corporate Philanthropy at City of Hope

Rising Star Award: Brookelyn McClellan, marketing and business strategy manager, Hardware Sales Leadership Excellence Award: Sarah Lee, vice president of purchasing, Blish-Mize Co.

worth protecting. Sarah decides what 1,500 independent retailers carry on their shelves. These are not accidents. These are people who understand that identity is a strategy.

PINK HAT HOT TAKE:

Visibility in this industry is not just about marketing.

Attendees connect with suppliers on the show floor, exploring private-label opportunities and retail-ready solutions that move from concept to shelf with considerable speed.

It’s about whether your customer, your buyer and your community can see themselves in what you’re selling. When they can, you stop being a vendor and start being the answer.

AI IN PRACTICE, NOT THEORY

I also presented “The AI Advantage” at the NHS Concept to Commerce Expert Talks conference. The room was split right down the middle. Half of attendees use AI every day; half are curious but haven’t used it. That gap is going to cost the second group.

NHS CONCEPT TO COMMERCE 26 RETAILERS’ CHOICE AWARDS

The NHPA Retailers’ Choice Awards, sponsored by the North American Hardware and Paint Association, honor the year’s most innovative products, selected by a panel of independent retailers at industry trade shows. Dating to 1966, the annual awards highlight products that offer high sales potential and unique value, guiding retailers on top-tier inventory. Recipients include:

• HOMEDANT K-Steel Shelving Solutions

• Gator Magnetic Hook and Baskets

• TripleLite Keychain Flashlight and Wide-Beam Flashlight

• Take-Off Adhesive Remover

• JD Hardware LLC Survival Garden Seeds

• Composer Garbage Disposal

• Lucyd Smart Eyewear

• M&M Industries Bags N’ Seals

• Quick Draw Pencil Holders

• CKD Solutions FunL

My talk focused on where AI is moving money in retail right now: procurement and supplier risk, dynamic pricing and demand forecasting. Supply chain disruptions cost the average

INDUSTRY INSIGHTS

“

DYNAMIC PRICING PAIRED WITH ELECTRONIC SHELF LABELS

MEANS YOU CAN RESPOND TO A COMPETITOR’S MOVE THE SAME DAY. ”

organization nearly half a year’s profit over a decade. Dynamic pricing paired with electronic shelf labels means you can respond to a competitor’s move the same day, rather than finding out about it weeks later. AI-driven forecasting cuts errors by some 20 to 50 percent and can reduce lost sales by up to 65 percent. That margin leak is quiet, and most retailers don’t hear it until they’re well behind.

For smaller operations, the starting point is not complicated: ChatGPT or Claude for procurement questions, supplier risk and day-to-day strategy; Prisync for competitive pricing intelligence. Most AI projects fail because there’s no coherent strategy behind them. Home improvement retailers’ takeaway from this presentation: Pick one thing. Use it this week.

Recognition on display at the NHS Concept to Commerce stage, where new products earn their moment and retailers get an early look at what’s gaining traction.

PINK HAT HOT TAKE: AI is not replacing good operators. It’s making good operators faster, sharper and harder to compete against. The tools are here. The question is whether you’re using them or waiting for someone else to prove their utility first.

UIA PRODUCT SHOWDOWN AWARDS

The United Inventors Association (UIA) awards at NHS Concept to Commerce recognize outstanding inventors in the Inventors Pavilion, often featuring a “Product Showdown” competition. These awards highlight innovative products and offer mentorship and industry recognition to emerging inventors, with winners often announced during the show.

• Rising Star: Vivian Day (The Better Tool Company)

• Most Innovative: MultiPail

• Best in Show: Anchor Works

• Best Marketing: Mission Tool Company

INVENTORS AREA WITH PRODUCTS BUILT TO PERFORM

The Inventors Area should be a required pit stop for anyone who thinks this industry has run out of ideas.

The Rak-O is a four-in-one garden tool: a retractable rake, a hoe, an animal waste collector and a bottle opener that’s already in Tractor Supply nationwide. But the booth highlight was Vivian, who was there with her dad, working the floor with more confidence than most veterans twice her age. Vivian, this industry needs that energy. Keep going.

Quick Draw just won a 2026 NHPA Retailers’ Choice Award. This product solved the oldest problem in the trades, the missing pencil, with a magnetic clip that works on every writing instrument and attaches anywhere. Done.

MultiPail by Edge Concepts is already in Do it Best stores. This reimagined five-gallon bucket has a flat dustpan edge, pour spout, built-in paint roller tray, interior and exterior measurements and grip bottom lip. It’s made in the USA. And it has a mold ready to go with your brand and your color on it.

That last line is worth reading twice: A mold. Ready. With your name on it.

PINK HAT HOT TAKE:

Every product in that Inventors Area had a shot at a major retailer’s shelf during NHS Concept to Commerce. The ones that land will have the clearest brand, the strongest story and the marketing to back it up. That’s the example Lowe’s has recently set, and it echoed throughout the NHS Concept to Commerce. n

Stefanie Couch is the founder of Grit Blueprint, a growth and visibility firm for the building industry. She hosts “The Grit Blueprint Podcast,” speaks nationally on AI and modern sales strategy and works with companies across the channel to build brands that lead and convert. Learn more at gritblueprint.com.

TREND TO STANDARD PRACTICE SPECIALSECTION SUSTAINABILITY

DEMAND FOR SUSTAINABLE PRODUCTS AND PRACTICES REMAINS STEADY IN THE INDEPENDENT CHANNEL, WITH GROWTH TIED TO PERFORMANCE, EFFICIENCY AND THE REALITIES OF AN AGING HOUSING STOCK.

Sustainability continues to shape the home improvement market, though its role has shifted over the years from emerging trend to embedded expectation. Demand remains intact, with purchasing decisions increasingly tied to performance, efficiency and long-term cost control.

CertainTeed’s SunStyle roofing reflects the shift toward performance-driven upgrades, combining durable roof protection with integrated solar generation to improve energy efficiency while serving as a longterm building solution.

The broader market reflects that transition. The U.S. home improvement sector exceeded $520 billion in 2023 and is projected to approach $615 billion by 2029, driven in part by modernization of aging housing stock and continued investment in energy efficiency, according to Global Industry Analysts. That growth is closely tied to practical upgrades. A 2024 update from USP Marketing Consultancy found that homeowners are prioritizing

improvements that reduce operating costs, including insulation, HVAC systems and energy efficiency projects. The emphasis has shifted toward work that delivers measurable return rather than discretionary upgrades.

The composition of U.S. housing stock reinforces that demand. Homes built before 1990 represent a significant share of the market and typically operate with lower efficiency, creating ongoing need for retrofit activity, according to Market Data Forecast.

At the category level, sustainability shows up through shifts in core assortments rather than new departments. Paint is one example. Low-VOC and zero-VOC formulations are now standard across much of the market, reflecting regulatory pressure and sustained consumer awareness. Lighting has followed a similar trajectory, with LED products firmly established as baseline inventory.

Outdoor power equipment represents another area of movement.

Ruggiero’s Ace Hardware in Apache Junction, Ariz., supports the community’s annual Earth Day celebration by supplying thousands of ladybugs for the release at Flatiron Park, showing how independent hardware stores connect sustainability with community events through hands-on, locally relevant engagement.

Battery-powered tools continue to gain share as performance improves and municipalities in some regions implement emissions and noise restrictions. In building materials, adoption is progressing more gradually. Composite

SPECIALSECTION SUSTAINABILITY

decking, engineered wood and products positioned around life-cycle performance are gaining traction, particularly among contractors and higher-end DIY customers. The common thread running through these categories is durability. Products that extend lifespan, reduce maintenance or improve efficiency are gaining share because they deliver practical value.

6 WAYS TO TURN SUSTAINABILITY INTO SALES

Prioritize categories with built-in demand such as insulation, HVAC upgrades and LED lighting, where customers are already focused on efficiency improvements.

Align your assortment with local conditions, including water availability, climate and housing stock.

Use simple language to explain benefits such as energy savings, durability and reduced maintenance.

Highlight compatibility across systems, especially in electrification and retrofit projects.

Manage price concerns by comparing replacement cycles and long-term operating costs.

Test new products selectively and expand based on performance and customer response.

Jay Ward, president of Ward Lumber in Jay, N.Y., leads sustainability efforts grounded in everyday operations—from reducing the company’s waste stream by 60 percent and recycling batteries, electronics and CFL bulbs to using wood waste to heat facilities and offset millions of gallons of oil consumption.

Independent retailers are structurally positioned to respond to these shifts. Sustainability priorities vary by region, with factors such as water availability, climate and local infrastructure shaping demand. That variability creates an advantage for independent stores that can align assortments and recommendations to local conditions.

The consultative role of independent hardware stores remains a defining advantage with eco-friendly assortments. As product categories become more complex, customers rely on store staff to translate features into outcomes. That interaction is increasingly tied to explaining efficiency, compatibility and long-term performance.

Challenges persist. Price sensitivity continues to shape purchasing

decisions, particularly in a market environment in which growth is expected to remain modest. The home improvement market is expected to remain relatively flat in the near term following recent volatility, with activity driven primarily by repair needs and efficiencyfocused upgrades, according to the Harvard Joint Center for Housing Studies. Higher upfront costs for certain products can limit adoption, even when long-term savings are favorable.

HOW PAINTCARE TURNS LEFTOVER PAINT INTO STORE TRAFFIC

PaintCare is a national paint recycling program that helps retailers manage leftover paint while supporting state requirements and driving customer visits.

Operated as the stewardship arm of the American Coatings Association, the program partners with retailers in participating states to serve as collection sites. Stores provide space for bins and assist with basic customer intake, while PaintCare covers transportation and processing costs. As Callie Yow, PaintCare’s corporate communications manager, explains, the retailer’s role comes down to “a little bit of space and a little bit of time.”

The program’s scale points to its impact. To date PaintCare has collected an estimated 89 million gallons of paint, provided 14,490 large volume pickups and hosted 398 paint drop-off events.

In Washington state alone, PaintCare collected more than 1 million gallons of

Sustainability is settling into a baseline expectation shaped by efficiency, durability and system performance. Manufacturers continue to integrate these attributes into standard product design, while demand is driven by the practical needs of maintaining and upgrading existing homes. The alignment between product performance and everyday use is where sustainability continues to gain ground in the independent channel. n

paint across 385 locations in one year, generating steady foot traffic as customers return to stores for disposal.

Collected paint is directed to its highest-use outcome. Latex paint is often recycled into new products, while oil-based materials are used for energy recovery. The focus is keeping material out of landfills while creating a practical service for customers.

For independent retailers, PaintCare adds a service-driven touchpoint that reinforces the store’s role in the community and brings customers back through the door.

For more information, visit paintcare.org .

SPECIALSECTION SUSTAINABILITY

FROM NICHE TO NORMAL DEALER PROFILE

By Doug Donaldson

Two decades ago, Fairfax Lumber & Hardware in Fairfax, Calif., built its Fairfax Green program around a straightforward idea: Align its product selection with the way building science was evolving and use that alignment to boost business. Fairfax Green, developed in 2005 and launched a year later, focused early on energy efficiency, resource conservation and indoor air quality—areas that were beginning to shape both product development and customer expectations.

“We started the program as a way to grow our business,” says Augie Venezia, president of Fairfax Lumber, an employee-owned company about 25 miles north of San Francisco. “At that time building science was experimenting with different materials to increase energy efficiency and resource conservation.”

IN CALIFORNIA, FAIRFAX LUMBER & HARDWARE’S FAIRFAX GREEN PROGRAM SHOWS HOW PRODUCT SELECTION AND PRICING ALIGNMENT TURN ENVIRONMENTAL FOCUS INTO

EVERYDAY

RETAIL RESULTS.

Those priorities continue to guide how Fairfax Lumber evaluates products today.

“We look for no CA Proposition 65–listed ingredients, no outgassing, made with natural ingredients and hopefully locally sourced,” Venezia says, referring to a 1986 law that seeks to combat chemicals in drinking water.

A Hardware Connection Century Club retailer founded in 1912, Fairfax Lumber & Hardware has been a community fixture for decades, and Fairfax Green has influenced its merchandising

Last August, Bob Franz and Kim Bunce accepted the Best of Marin Award on behalf of the employee-owners of Fairfax Lumber & Hardware.

Inset left: Fairfax Green, launched in 2006, guides how Fairfax Lumber & Hardware selects products focused on energy efficiency, indoor air quality and resource conservation, embedding those priorities into everyday merchandising decisions across the store.

SPONSORED BY:

SPECIALSECTION SUSTAINABILITY

strategy across multiple categories. Over time, that influence has shifted from a distinct program to a set of embedded practices that shape everyday decisions.

SUSTAINABILITY THROUGH PRODUCT SELECTION

Fairfax Green shows up throughout the store’s assortment. Rather than relying on heavy in-store messaging, the program operates through product choices and staff guidance.

Venezia notes that price differences between environmentally conscious products and traditional options have narrowed over time, making it easier to integrate these items across categories.

“Environmentally friendly product prices compete with traditional product prices very well,” he says. “Price differences are marginal. Everything is expensive.”

That shift has helped expand the reach of the program, particularly in lawn-and-garden, the category that has seen the most growth tied to Fairfax Green, Venezia says, with many traditional products replaced by alternatives that align with the store’s criteria.

Fairfax Lumber & Hardware, an employeeowned Century Club retailer founded in 1912, continues to serve the Fairfax, Calif., community with a merchandising approach shaped by evolving customer needs.

“The biggest growth has been in garden products, to the point where a lot of traditional products have been discontinued here.”

Beyond lawn-and-garden, Fairfax Green includes a wide range of products linked to energy use, water efficiency and indoor air quality: LED lighting, occupancy sensors, humidity-sensing switches, ventilators, water-efficient plumbing fixtures and high-efficiency furnace filters, along with cleaning supplies that meet the store’s standards.

In lumber, sustainability has become part of the baseline. Venezia points to widespread adoption of certification standards. “Almost all our inventory is SFI-certified,” he says. “FSC certification is too cumbersome and expensive to maintain.” (SFI—Sustainable Forestry Initiative—and FSC—Forest Stewardship Council—certifications indicate that wood and building materials come from responsibly managed forests that adhere to environmental, social and sustainability standards.)

CUSTOMER BEHAVIOR AND IN-STORE CONVERSATIONS

Demand for sustainable products varies by category. Venezia says that while some consumers actively seek green alternatives, most interactions still depend on staff introducing options and explaining their benefits.

“Very few customers actually ask for alternatives,” he says. “Those who do, do so for garden products.”

Education plays a role in those discussions, though the approach remains straightforward. Rather than detailed technical explanations, Fairfax Lumber focuses on clear, concise messaging tied to health and performance.

“All it takes is a simple explanation such as ‘This product has no ingredients in it that cause cancer, birth defects and other reproductive harm,’ ” Venezia says.

Such simplicity reflects broader changes in customer priorities. Venezia notes that sustainability is no longer a primary driver for many shoppers, whose attention is influenced by a range of economic and social concerns.

AN EVOLVING ROLE WITHIN THE BUSINESS

Fairfax Green has been a key factor in shaping Fairfax Lumber & Hardware’s identity, though its role has changed over time. Today, the store emphasizes knowledgeable staff and solutionsbased merchandising, with sustainability integrated into the broader approach.

In April, Fairfax Lumber & Hardware brought its Fairfax Green approach to life with a hands-on composting demonstration led by local resident Jeremy Knudsen, showing how natural soil-building practices support healthier gardens and more-sustainable growing.

That evolution reflects a wider industry shift, as practices tied to energy efficiency, indoor air quality and resource conservation have become more common across product categories. For Fairfax Lumber, the program continues to inform business decisions, even as it operates alongside other priorities.

For retailers considering a similar approach, Venezia points to the importance of understanding the fundamentals of their market and operating environment.

Fairfax Green began as a way to align with emerging trends in building science and create a clearer path for growth. Now, two decades later, it remains part of how Fairfax Lumber selects products, guides customers and defines its place in the market. n

SPECIALSECTION SUSTAINABILITY

PRODUCT SPOTLIGHT

RELIANCE WATER HEATERS X3 GAS TANKLESS WATER HEATER

• Delivers on-demand hot water with fully modulating gas performance.

• X3 Scale Prevention Technology extends unit life up to three times longer.

• Eliminates need for regular scalerelated maintenance.

• Maintains “like new” performance over time.

• Energy-efficient design with high UEF ratings up to 0.95.

• Ultra-low NOx emissions meet strict air quality standards.

• Indoor or outdoor installation flexibility with venting options.

ECOFUEGO EL FUEGO FIRE PIT

• Clean-burning fire pit powered by 100 percent vegetable wax fuel.

• Produces little to no smoke, ash or odor for low-maintenance use.

• Delivers up to eight hours of steady flame per refill.

• Lights quickly with a standard lighter—no fire building required.

• Relightable and extinguishable for flexible use.

• Durable ceramic composite construction with wood-look finish.

• Compact, portable design suited for patios, decks and small spaces.

• Field-convertible from natural gas to propane.

• Easy-to-use electronic display shows temperature and system status.

• Fifteen-year limited heat exchanger warranty, five-year parts warranty. Reliance Water Heaters

• Includes lid for instant flame control and safe extinguishing.

• No wood storage, cleanup or ongoing fuel management required.

• Lower-emission alternative to traditional wood-burning fire pits.

ETHICAL

PET NOTHIN’ TO HIDE LARGE ROLL

10” PEANUT BUTTER

• Collagen-based dog chew designed as a rawhide alternative.

• Highly digestible formula supports safe, long-lasting chewing.

• Peanut butter flavor enhances palatability for repeat purchase.

• Helps promote dental health through natural chewing action.

• High-protein, low-fat composition supports overall pet health.

• Satisfies natural chewing instincts and reduces destructive behavior.

• Available in multiple sizes and formats for assortment flexibility.

• Consistent shape and sizing suited for merchandising displays.

• Designed for dogs seeking longerlasting chew options.

ECO ADVANCE MULTI-SURFACE WATER REPELLENT CONCENTRATE

• Concentrated formula makes up to one gallon of ready-to-use solution.

• Water-based nontoxic formula safe for people, pets and plants.

• Penetrates deep into porous surfaces for long-lasting protection.

• Repels water while allowing surfaces to breathe (vapor-permeable).

• Helps prevent cracking, warping and moisture-related damage.

• Resists mold and mildew growth for cleaner surfaces.

• Backed by lab-tested performance and digestibility standards. Ethical Pet ethicalpet.com 800-477-4466

• Dries clear with no change to surface appearance.

• Suitable for wood, siding, fencing, shingles and more.

• Easy spray-on application with soap-and-water cleanup.

• Fast dry time with surfaces ready for use in about one hour.

SPECIALSECTION SUSTAINABILITY

PRODUCT SPOTLIGHT

EARTH EDGE MOSSY OAK ULTIMATE COMFORT PADS

• Premium NBR foam construction delivers memory foam–like cushioning.

• Available in 1” and 2” thickness options for added comfort.

• Large 15” x 20” size provides full knee and leg support.

• Closed-cell design resists water absorption and stays dry.

• Durable surface resists grease, oil and industrial chemicals.

• Washable construction allows for easy cleanup after use.

• Built-in handle improves portability and storage.

ECOFLOW DELTA PRO 3 PORTABLE POWER STATION

• High-capacity portable power station designed for home backup and outdoor use.

• Expandable battery system supports increased energy storage needs.

• Compatible with solar panels for renewable charging options.

• Delivers high output suitable for appliances, tools and electronics.

• Fast recharging capability minimizes downtime between uses.

• Multiple output ports support a wide range of devices.

• App-enabled monitoring and control for power management.

• Mossy Oak camouflage patterns appeal to outdoor enthusiasts.

• Suitable for hunting, gardening, DIY and job site applications.

• Made in the USA with recycled material content.

• Quiet operation compared to traditional gas generators.

• Portable design with wheels and handle for mobility.

• Supports emergency preparedness and off-grid applications.

FEIT ELECTRIC SMART WI-FI LIGHT BULBS

• LED bulbs with integrated energy monitoring functionality.

• Tracks real-time energy use through connected mobile app.

• Wi-Fi-enabled for remote control and scheduling.

• Dimmable with adjustable brightness for different settings.

• Long lifespan reduces replacement frequency.

• Energy-efficient design lowers overall power consumption.

• Compatible with smart home systems for automation.

GOVEE OUTDOOR SMART PLUG PRO

• Weather-resistant smart plug designed for outdoor use.

• Enables remote control of pluggedin devices via mobile app.

• Built-in energy monitoring tracks power consumption.

• Dual outlets allow control of multiple devices independently.

• Compatible with voice assistants for hands-free operation.

• Scheduling and timer functions automate usage.

• Designed for seasonal lighting and outdoor equipment.

• Easy setup with Wi-Fi connectivity.

• Durable housing withstands outdoor conditions.

• Standard base fits common residential fixtures.

• No hub required for setup and operation.

• Suitable for indoor residential and light commercial use.

• Supports energy-conscious operation of outdoor devices.

CATEGORY REPORT

ORGANIC LAWN FERTILIZER

Unit Sales Breakdown for Organic Lawn Fertilizer

3 ORGANIC FERTILIZER

TRENDS TO WATCH

Organic fertilizer continues to gain traction in the United States as retailers and growers prioritize soil health and sustainable inputs across categories.

1. Strong market growth tied to sustainability demand. The organic fertilizer market is expanding steadily, driven by consumer demand for organic food and more sustainable growing practices, with global growth projected at about 10 percent annually, according to Grand View Research.

2. Shift toward soil health and regenerative practices. Growers are increasingly adopting organic fertilizers as part of broader soil health strategies, including regenerative agriculture and longterm fertility management; Future Market Insights forecasts North American demand to rise significantly over the next decade.

3. More advanced formulations and biological inputs. The category is moving beyond traditional compost and manure toward more specialized products, including plant-based inputs, organo-mineral blends and microbial-enhanced fertilizers designed to improve nutrient efficiency and performance, according to Future Market Insights. n

Top: Coast of Maine organic fertilizers are formulated with natural ingredients such as lobster and crab shell meal, fish meal, kelp and worm castings, providing a range of macro- and micronutrients designed to support soil health and plant growth in gardens, containers and raised beds.

Above: At Plantation Hardware in Richmond, Tex., customers seek out MicroLife Multi-Purpose 6-2-4, a granular organic fertilizer formulated with fish meal, kelp, molasses, humates, plant meals and mineral sources, along with added bio-inoculants containing beneficial microorganisms and mycorrhizal fungi, designed to supply slow-release nutrients while supporting soil biology and root development.

UPCOMING EVENTS

MARK YOUR CALENDAR!

APRIL 2026

House-Hasson Dealer Advantage

Virtual Market

April 27–May 10

NextGen Leadership Conference

April 26-29, The Lodge at Whitefish Lake, Whitefish, Mont.

MAY

HDA Group Merchandising Conference

May 4-7, Embassy Suites Downtown

Atlanta at Centennial Olympic Park, Atlanta, Ga.

Orgill Summer Buying Event

May 4-18

JUNE

spoga+gafa

June 22-24, Koelnmesse, Cologne, Germany

JULY

Independent Home Improvement Conference

July 29-30, J.W. Marriott Orlando Grande Lakes, Orlando, Fla.

AUGUST

Florida Hardware

August 14-15, Caribe Royale Resort and Convention Center, Orlando, Fla.

Garden Center Conference & Expo

August 18-20, Loews Vanderbilt Hotel, Nashville, Tenn.

House-Hasson Summer Dealer Market

August 6-8, Wilderness at the Smokies and Sevierville Convention Center, Sevierville, Tenn.

Orgill Fall Buying Event

August 3-16

SUPERZOO

August 12-14, Mandalay Bay, Las Vegas, Nev.

SEPTEMBER

Ace Hardware Fall 2026 Convention

September 22-24, Orange County Convention Center, Orlando, Fla.

Above: Attendees fill the market floor at the first-ever joint Do it Best and True Value Dealer Market. The gathering was held in the fall of 2025 in Indianapolis; the main aisle set the stage for three days of buying, meetings and education.

Blish-Mize Fall Customer Buying Market

September 11-13, Overland Park Convention Center, Overland Park, Kan.

Bradley Caldwell Fall Show

September 15-17, Atlantic City, N.J.

Do it Best, True Value Fall Market

September 25-28, Indiana Convention Center, Indianapolis, Ind.

Horizon Distribution Inc. Tradeshow Expo

September 16-17, Yakima Convention Center, Yakima, Wash.

LMC Leadership Summit

September 15-17, Seattle, Wash.

OCTOBER

Equip Exposition

October 20-23, Kentucky Exposition Center, Louisville, Ky.

Hardlines Conference

October 20-21, Fairmont Chateau Laurier, Ottawa, Ontario

LMC Expo

October 28-30, Pennsylvania Convention Center, Philadelphia, Pa.

NOVEMBER

DIY Con

November 6-8, Fair Park Dallas, Dallas, Tex.

HDA Executive Planning Conference

November 10-12, The Westing La Paloma Resort & Spa, Tucson, Ariz.

ISSA Show North America

November 16-19, Mandalay Bay Convention Center, Las Vegas, Nev.

LBM Advantage Fall Planning Conference

November 9-11, Encore Boston Harbor, Boston, Mass.

REGISTER FOR THE IHI

Registration is now open for the 2026 Independent Home Improvement Conference, July 29-30 at the JW Marriott Orlando Grande Lakes in Orlando, Fla. The event will bring together more than 700 independent retailers, vendors and industry partners for education sessions, networking and access to new products and solutions designed to support store growth and operations. To register, click here .

IN THE NEWS

TARIFF SHIFTS, PAINT PRICE INCREASES, REFUND ROLLOUT CREATE NEW QUESTIONS FOR RETAILERS

Recent federal trade developments are creating a complicated pricing environment for hardware retailers, as tariff policy evolves while the U.S. government prepares to return billions in previously collected duties—while suppliers continue to push through new price increases.

The U.S. Court of International Trade ordered refunds after the recent U.S. Supreme Court ruling found tariffs imposed under the International Emergency Economic Powers Act (IEEPA) were unlawful, according to Reuters. In response, U.S. Customs and Border Protection is developing a new refund process within its Automated Commercial Environment (ACE), including a system known as CAPE (Consolidated Administration and Processing of Entries), designed to centralize and automate claims and payments.

The scale is substantial. CBP indicates more than 330,000 importers paid IEEPA-related tariffs across tens of millions of shipments, with total collections estimated at about $166 billion, Reuters reports. The agency is rolling out refunds in phases due to what it describes as an unprecedented volume

of claims requiring new systems and workflows.

For hardware retailers, the issue is timing and downstream impact. While refunds are expected to improve importer balance sheets, they are tied to past transactions, while new or replacement tariffs continue to apply to current imports under separate authorities. That tension is now playing out alongside broader cost pressures influencing supplier pricing.

For example, PPG Industries recently announced a global price increase of up to 20 percent already in progress across its coatings portfolio, citing continued cost pressures, including raw materials and supply chain dynamics, according to a company press release. The move underscores how current input costs— not past tariff payments—are driving pricing decisions in real time.

The result may be mixed. Refunds may restore margins on prior purchases, but they do little to offset presentday cost increases. With tariffs still influencing inbound goods and suppliers adjusting pricing to current conditions, pressure at the shelf is likely to persist even as significant refund dollars begin flowing back through the supply chain.

NEW STORES, ACQUISITIONS

Jill and Bryan Moldenhauer

• Tri-Point Trading Co. Ace Hardware, owned by Bryan and Jill Moldenhauer , celebrated its grand opening this month in Metamora, Mich.

• Tullahoma Ace Hardware in Tullahoma, Tenn., hosted a grand opening in April. The store is owned by Greg and Christa Yandell, who also own Hendersonville Ace Hardware in Hendersonville, Tenn.

Pleasants Hardware

• Pleasants Hardware celebrated the grand opening this month of a new 15,000-square-foot store in Richmond, Va., marking its fourth new location since 2016 and expanding the company to 11 Pleasants Hardware stores and 22 total locations.

• Allred’s Ace Hardware, a familyowned retailer based in Springville, Utah, opened a new store in Lehi, Utah, in March, with a grand opening celebration planned for May, continuing the company’s expansion across

central Utah.

• Aboff’s Paints announced it has acquired Vienna Paint, adding six locations in the Washington, D.C., metro area and marking its first expansion outside New York.

• Rockville Ace Hardware, operated by the Cool Hardware Company, will host its grand opening May 2 at its new 11,000-squarefoot location in Wintergreen Plaza on Rockville Pike in Rockville, Md.

• Hallman Lindsay Paints, based in Sun Prairie, Wis., has acquired O’Leary Paint, a Lansing, Mich.–based paint manufacturer and retailer founded in 1891.

• H. Brickman & Sons, a Manhattanbased retailer, plans to open a new Ace-branded store in Barnegat Township, N.J., in late 2026.

KUDOS

Herzog’s Ace Hardware

• Century Club member Herzog’s Ace Hardware in Kingston, N.Y., is celebrating its 100th anniversary with a grand reopening this month, highlighting a century of service to the Ulster County community.

Friedman’s 80th

• Friedman’s Home Improvement is celebrating 80 years of business growth into a four-store, thirdgeneration family-owned retailer in Northern California, with anniversary events and charitable giving initiatives throughout April.

• James Hardie Building Products Inc. announced a partnership with San Gabriel Valley Habitat for Humanity to support rebuilding efforts for 25 homes in Altadena, Calif., following the 2025 Eaton fire, donating fire-resistant siding, decking and trim products as part

of a multiyear recovery initiative.

• Gavin’s Ace Hardware in Fort Myers, Fla., received the Fort Myers Community’s Choice Awards business spotlight, recognizing the store in the hardware/home improvement category.

Aubuchon Ace in Allenstown, N.H.

• Aubuchon Ace Hardware announced its seventieth remodeled store in Allenstown, N.H.

• Desert Ace Hardware in Twentynine Palms, Calif., marked 50 years as an Ace store with a weekend celebration.

• Maxbauer Ace Hardware in Acme, Mich., is celebrating its grand reopening this month.

PEOPLE ON THE MOVE

• Nation’s Best has promoted Kim Peffley to chief operating officer, effective April 12, bringing more than 30 years of industry experience to oversee operations and support the company’s continued growth; for more, read the Hardware Connection article here.

• Jonathan Kiestler has been promoted to senior

Kim

Peffley

Jonathan Kiestler

James Hardie

inventory planning manager at Orgill.

• Anibal Garcia was hired as an account executive at Rundoo.

• Tre O’Bran was recently promoted to millwork specialist for Do it Best.

WHOLESALERS, MANUFACTURERS

True Value sponsors grass.

• True Value has launched a nationwide “Sponsor of Grass” spring campaign designed to drive traffic to independent retailers through a mix of mobile billboards, social media content, influencer partnerships and in-store merchandising tied to lawnand-garden. Read the full story here.

• Ace Hardware has partnered with Uber Eats to offer on-demand and scheduled delivery from more than 3,700 locally owned stores nationwide, expanding access to home improvement products through the delivery platform.

had extensive experience with the product. So we recruited d-i-yers to solicit their feedback. Each used FrogTape on multiple surfaces windows, baseboards and corners, and everyone was amazed by the clean lines usually only possible with pros. No one had any instance of paint bleed or difficulty removing the tape even after it stayed in place for over a week. If you currently do not stock FrogTape, then bring in a few SKUs of their Pro Grade Painter’s Tape and Pro Grade Orange Painter’s Tape, which offers higher adhesion. ■

• Bed Bath & Beyond has signed a letter of intent to acquire F9 Brands—owner of Liquidators, and other home-focused assets— for about $150 million, expanding its push into cabinets, flooring and installation as part of a broader strat egy to build a national end-to-end home services platform.

IN MEMORIAM

• Mark E. Schaufelberger passed away April 11 in Fort Wayne, Ind. He was co-owner of Markle Do

• Hillman Solutions Corp., based in Cincinnati, has acquired Delaney Hardware, an Atlanta-based supplier of door and builders’ hardware. Hillman also recently acquired Campbell Chain & Fittings from Apex Tool Group.

www.TheHardwareConnection.com

Anibal Garcia

Tre O’Bran